Accessories complete the package

During tough economic times, it’s easy to assume that sundry products are not at the forefront of consumer transactions. But leading distributors said that strength of distribution is being able to offer “the whole package” and sundries — all the little things that allow for a flawless installation — are a big part of that package.

“We provide the sundry materials that are compatible with the flooring products that we sell in almost all cases,” said Scott Rozmus, president, FlorStar Sales. “Offering those products sets one apart from competitors and gives you an opportunity to add value for your clients.”

Distributors said accessories, such as adhesives, underlayment, trim and molding, can help seal the deal. “From our standpoint, accessories are extremely important for us to be able to provide because there’s an expectation that where they buy the wood they will be able to get everything they need to complete the job,” said Bob Eady, senior vice president sales and marketing, T+L Distributing.

Bruce Burns, marketing manager, supply products/Formica laminate, NRF Distributors, stressed the importance of the accessories to the one stop shop. “We like to be able to count the fact that we have everything you need to complete a job available and can be added to our truck and delivered.”

According to Rozmus, offering sundry products to customers provides an overall higher level of service and less cost to the customer. “We don’t want somebody not able to finish a job because they are waiting for a piece of the puzzle. So it is very important to make people aware of the sundries you have and what they’re designed to do and how they’re going to make what the dealer is already doing easier, faster and more profitable.”

Eady added, “You can hold up a dealer getting a $20,000 to $30,000 check from a consumer because the moldings are wrong or aren’t delivered, so it’s very, very important to be able to provide those at the time you provide the wood.”

Including accessories in a job order can also help solve issues that invariably arise. “From a service standpoint, if there ever is a problem, if you are the provider of the package that was used and not just a piece of it, it would put you in a better position to identify the source of the problem and provide the most efficient and expedient resolution,” said Rozmus.

Roger Young, sundries category manager at Shaw, added, “You know there is just one person to go to. You don’t have to go to this company that sold you adhesives and this company that sold you trim, you buy it all and we stand behind it.”

Distributors agreed it is also important to be knowledgeable about accessories in order to help educate a dealer on what products are the best for their particular application and circumstance.

Rozmus explained that a distributor is generally aware of what products are going to work well together and in what environments. A customer can utilize that knowledge and avoid pieces of the whole turning out to be, although all very good, incompatible. “Ensuring that the sundry products are sourced from the same outfit that provided the flooring, there’s just a lot less that is going to go wrong.”

Distributors noted that offering sundry products isn’t without its challenges. “The technical requirements of selling these products is a barrier to entry for some potential competitors,” said Breck Berkey, president, Ellis Flooring Sales.

“The number of SKU’s that are involved can be a daunting task,” said Young.

Berkey explained, “Accessories demand that you stock a myriad of colors in each SKU and the colors are constantly discontinued and updated, and knowing the different names products are referred to by customers is always a challenge. Many installation products also have a limited shelf life and some need to be handled differently in the winter months.”

According to T+L Distributing, persuading reps to talk about sundry products can also be tough. “They’re more interested in talking about that big old order of wood and less interested in talking about the $1,000 worth of adhesive that goes with it,” said Eady.